When it comes to sales, you can’t wait for the perfect moment to start recruiting. If you’re waiting until the role is open, you’re already behind. Recruiting ahead of the need is the key to building a high-performing team that’s ready to tackle challenges, hit targets, and elevate your business. Yet, surprisingly, most leaders don’t make recruitment a priority until there’s a pressing gap. Let’s dive into why recruiting ahead of the need isn’t just a good idea – it’s a necessity.
Stop Waiting Until You’re Desperate
Here’s the thing: you don’t recruit when you’re comfortable. You recruit when it’s uncomfortable – when you think you’re fully staffed, when you think you’ve got all the right players. Why? Because top talent doesn’t appear on command. If you’re waiting until someone leaves to fill a role, chances are you’re already on the back foot, scrambling to fill that void with whoever’s available. Desperation hiring leads to quick fixes that rarely last. Instead, focus on filling your bench with strong candidates, so when the time comes, you’ve got talent ready to go.
I’ll be honest; recruiting is just like prospecting in sales. You don’t wait for clients to come knocking. You’re constantly building relationships, making connections, and identifying potential leads – even when your pipeline looks full. Recruiting is no different. You’re out there talking to potential hires, keeping tabs on industry talent, and building relationships – long before you even know you’ll need them.
Make It a Habit, Not an Event
Here’s where so many leaders miss the mark: they think of recruiting as a “once in a while” task instead of an ongoing process. But if recruiting doesn’t make it onto your calendar regularly, it simply won’t happen. Just like with sales, you can’t rely on chance encounters to fill your pipeline. Recruiting is intentional. You block out time, you show up, and you actively engage with potential talent.
Think about it: if you spend just a few hours each month networking, checking in with industry contacts, and meeting with top performers in your space, you’re already ahead of the game. When you treat recruiting as part of your regular management practice, it becomes second nature. Then, when a position opens, you don’t panic. You’re prepared, you’re calm, and you’re confident in the people you have waiting in the wings.
Build Your “Bench” of Talent
Let’s look at it this way: imagine you’re running a sports team, and you’re down to your last player. They’re not bad, but they’re not great either. Meanwhile, the team across the field has a bench full of athletes ready to jump in at any moment, with fresh energy and unique strengths. Who do you think has the advantage?
In business, it’s no different. Building a “bench” of talent – people who could step into roles when needed – gives you options. And when you’ve got options, you can make smart decisions. You don’t settle for mediocrity. You select people who raise the bar, every single time. This doesn’t just benefit your company. It sends a message to your current team: excellence is the standard.
The Truth About Time and Cost
I know what you’re thinking. Extra recruiting sounds expensive and time-consuming. But here’s the reality – an empty seat costs your company every single day it remains vacant. Think of the missed opportunities, the lack of support for your team, and the stress it puts on everyone around. And when you rush a hire because you’re behind, the costs only grow as that new person tries to catch up, or worse, doesn’t work out and you’re back to square one.
Investing in a proactive recruiting approach costs far less than the fallout from hasty hiring. Recruiting ahead of the need means less scrambling and more intentional, thoughtful hires. You’re not reacting to an immediate need; you’re planning for the future.
Set the Standard and Keep it High
One of the best parts about recruiting ahead is that it gives you control. You’re not settling for what’s available. You’re selecting talent that aligns with your vision, who fit the culture, and who raise the overall quality of the team. You have time to evaluate each candidate thoroughly, assess their fit, and bring on only those who genuinely elevate your team.
When you’re proactive in recruiting, you’re not just filling a seat – you’re setting the standard. You’re saying, “We don’t just need someone. We need the right someone.” That mindset becomes contagious. Your team feels it. It boosts morale, and it sends a clear message about the kind of team you’re building.
Here’s How to Start
So, how do you start recruiting ahead of the need? Here are a few quick steps to set you up for success:
- Carve Out Time: Make recruiting a regular part of your schedule. Dedicate a couple of hours each month to networking, industry events, and coffee meetings with potential candidates.
- Build Connections: Don’t wait for people to come to you. Reach out to industry leaders, keep up with top performers, and stay active on LinkedIn. Make those connections before you need them.
- Inspect the Bench: Just like you check the sales pipeline, inspect your “bench.” Are there people in your network who would be a great fit? Keep that list fresh and review it regularly.
- Use Your Team’s Network: Ask your current team who they know. The best referrals often come from those who already know your culture and standards. A simple question – “Who’s the best salesperson you’ve worked with?” – can open doors you didn’t even know were there.
- Raise the Bar: Remember, don’t just hire to fill a role. Every new hire should be an upgrade. If they don’t raise the standard, keep looking.
Recruiting ahead of the need isn’t just a strategy – it’s a commitment to excellence. It’s saying, “We’re not just here to do business. We’re here to build something remarkable.” When you recruit ahead, you’re setting up your team for success. You’re creating a culture that values talent, respects preparation, and isn’t afraid to invest in the future.
And let’s be honest – when you have the right people in place, everything else gets easier. So, stop waiting for the perfect moment. Start recruiting today. Because the success of your team tomorrow depends on the work you do now.
